Sales Management Tip – Customise your Coaching
Tip #8: Customise Your Coaching
By Steven A. Rosen
Coaching is a “one to one” sport. It has to be specific and delivered in a way that best speaks to the individual.
Training is a one size fits all activity. Coaching on the other hand must be customised to the individual. Coaching starts with diagnosing each sales reps particular area for improvement. It is best when the sales rep is self-aware and can self-evaluate areas for improvement. Than adapting your coaching style to the person and about developing individualised development plans. It is unique to each individual rep.
Don’t be one of those managers who coach all their reps the same way. If you do, then you have fallen into the trap of “one size fits all” coaching.
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